Welcome everybody! Welcome to the 438th episode of the Monetary Advisor Success Podcast!
My visitor on at this time’s podcast is Nikki Savage. Nikki is a senior director within the Tampa, Florida, workplace of the RIA Sequoia Monetary Group, the place she manages roughly $150 million in belongings beneath administration for 100 consumer households.
What’s distinctive about Nikki, although, is how she has been in a position to enhance consumer retention and satisfaction by asking key questions that assist her attain a deeper degree of understanding with prospects and purchasers and finally present them with the next degree of service.
On this episode, we speak in-depth about how Nikki makes use of a sequence of inquiries to dig deep right into a consumer’s background to make sure they really feel heard, understood, and cared for, how Nikki views the significance of getting a very good match between an advisor’s strengths and character and their purchasers’ wants (and why this means that not each advisor-client relationship is an efficient match), and the way Nikki provides a private contact to consumer presents as a way to guarantee they stand out and cement lasting relationships (bettering consumer retention within the course of).
We additionally discuss how Nikki tends to keep away from small speak when beginning consumer conferences, preferring to as an alternative observe up immediately on a beforehand mentioned occasion of their private lives (demonstrating her potential to see them as distinctive people), Nikki’s ways for addressing mistaken assumptions prospects and purchasers typically convey to the desk to calm their nerves throughout market volatility and preserve them centered on their targets, and the way Nikki prepares a personalized assembly abstract and follow-on job checklist (and has the consumer acknowledge that it displays their expertise within the assembly as properly earlier than it’s finalized) to additional guarantee purchasers really feel heard and understood.
And make certain to take heed to the tip, the place Nikki shares how she creates significant in-person occasions that convey collectively purchasers and prospects who match her supreme consumer persona to debate their challenges in a snug surroundings, how Nikki discovered tips on how to filter out worthwhile suggestions from the fixed barrage of (usually unsolicited) opinions on how she ought to function her apply, and the way Nikki’s profession path has led her to a agency that permits her to construct and run her apply in a manner that is aligned along with her values so she may be her genuine self when assembly with prospects and purchasers.
So, whether or not you are interested by studying about tips on how to dig deep right into a consumer’s background to construct stronger relationships and promote consumer retention, creating significant in-person occasions that may generate curiosity from new prospects, or tips on how to construct a apply that is aligned with one’s values, then we hope you take pleasure in this episode of the Monetary Advisor Success podcast, with Nikki Savage.